Principal Mid-Market Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of a strategic Mid-Market territory with defined coverage, segmentation, and whitespace strategies.

• Achieve consistent, high-quality revenue through new business acquisition and expansion efforts.

• Ensure high-confidence forecast accuracy by maintaining commit discipline and minimizing variance.

• Raise team standards through informal leadership, collaboration on deals, and sharing of best practices.

• Create and implement multi-quarter territory strategies based on data analysis, ICP alignment, and account prioritization.

• Generate pipeline through account-based initiatives, executive outreach, and targeted prospecting.

• Lead discovery processes driven by hypotheses that connect business goals to measurable results.

• Manage multi-threaded deal cycles involving HR, Talent Acquisition, Finance, IT, Procurement, and executive stakeholders.

• Formulate comprehensive deal strategies that encompass stakeholder mapping, competitive positioning, risk mitigation, and mutual closing plans.

• Present executive-level narratives and business cases that articulate ROI and instill a sense of urgency.

• Navigate through complex procurement, legal, and security processes effectively.

• Identify and establish pathways for expansion to ensure land-and-expand success.

• Maintain pipeline integrity, readiness for inspection, and adherence to CRM protocols.

• Collaborate across functions to enhance win rates and accelerate deal velocity.

• Provide mentorship to peers regarding deals, discovery, and strategic approaches.

⛳️ Requirements

• 7–10+ years of experience in quota-carrying SaaS sales.

• Proven track record of top-tier performance, such as achieving President’s Club status or ranking in the top 10–20% within Mid-Market or Commercial segments.

• Demonstrated ability to close complex deals involving multiple stakeholders with significant ACVs.

• Advanced skills in territory strategy, account planning, and pipeline development.

• High level of accuracy in forecasting and rigorous inspection practices.

• Proficiency in value-based, consultative sales methodologies, including SPICED, MEDDICC, Command of the Message, or similar frameworks.

• Strong executive presence, capable of influencing VP and C-level stakeholders.

• Proven ability to self-assess deals and continuously improve strategies.

• High level of ownership, robust business acumen, and disciplined execution.

• Preferred: Experience in selling SaaS solutions within HR Tech, Talent Acquisition, or related markets.

• Preferred: Experience managing platform or multi-product sales initiatives.

• Preferred: Familiarity with land-and-expand strategies in Mid-Market accounts.

🏝️ Benefits

• Flexible work scheduling.

• Paid time off.

• Unlimited PTO.

• Medical coverage.

• Dental coverage.

• Vision coverage.

• Opportunities for learning and development.

• Access to training, mentorship, and development resources.

• Remote-first culture.

• Regular in-person meetups.

• Performance bonuses.

• Equity options.

• Comprehensive benefits package.